文化差异对国际商务谈判的影响英语专业开题报告0301.docx

文化差异对国际商务谈判的影响英语专业开题报告0301.docx

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文化差异对国际商务谈判的影响英语专业开题报告0301

本科毕业论文（设计）

开题报告

题目：

文化差异对国际商务谈判的影响

学院：

英语学院

专业：

英语

班级：

学号：

学生姓名：

指导教师：

开题日期：

2012年1月10日

1PurposeandSignificance：

WithChina'saccessiontotheWorldTradeOrganizationandpoliticalandeconomicglobalization,foreignbusinessactivitieshavebecomemoreandmorefrequent,internationaltradeisaccelerating,andChinahasarapidgrowthininternationalbusinessnegotiations.InadditiontomanyChinesecompaniesseekingbreakthroughsinforeigntrade,theforeigncompaniesarealsoseekingtheopportunitiestoenterintoChinesemarket.Forthesakeofrespondingtotheeconomicglobalization,theMultinationalbusinesshasbeenaninevitablechoiceformanylargeenterprises.Negotiationshavebecomeanimportantlinkininternationalbusinessactivities.However,becauseoftheculturaldifferencesindifferentnationsorregions,someunnecessarymisunderstandingsbetweennegotiatorsfrequentlyappearwhichinfluencesthebusinessnegotiationprocessandeventheoutcomesofnegotiation.Cross-culturalbusinessnegotiationismorechallengingthannegotiationunderthesingleculturalenvironment;cross-culturalnegotiationisanegotiationformbelongingtodifferentculturalthinkingpatterns,feelingsandbehavioralpatterns.Theinternationalnegotiationprocessisalwaysmorecomplex,becausethenegotiationprocessinvolvesthepowerthatdifferentculturalnormshavenotbeenawareof,andthisinsensiblepowerofdifferentculturalnormsmayleadtoanefficientexchangefallsshortofsuccessforlackofafinaleffort.Intheprocessofnegotiation,interpersonalcommunicationisamajorbehavior,whichoccursinverbal,non-verbalandthecontext.Intheprocess,culturequalifiedtheinternationalbusinessnegotiator’sbehaviorsandthemeansofmasteringthenegotiationprocess.Differentculturalcollisionshavealsoincreasedtheuncertaintyininternationalbusinessnegotiationsandthedifficultyofreachinganagreement.Asweallknow,ontoday’sforeigntradenegotiatingtable,collisionscausedbyculturaldifferencesinthevariouslevelsarethemainreasonofleadingtoenterprisecrisis.Internationalbusinessnegotiationsarenotonlytheexchangeandcooperationintheeconomicfield,butalsothecollisionsandcommunicationbetweentwocountries’cultureandthisisespeciallytrueintheinternationalbusinessnegotiationsamongdifferentnationsindifferentcountries.Peoplewithdifferentcriterions,valuesandculturalbackgroundsoftenusedifferentbusinessphilosophyandmanagementstyles,whichwouldresultintheculturalfrictionandconflict.Internationalbusinessnegotiationsareinfluencedbymanyfactorssuchastheirowncountry’snationalpolitics,economy,culture,etc.,andthemostdifficulttograspistheculturalfactor.Cultureisanindispensableelementinthevariousinternationalbusinessactivities.Thedifferencesbetweendifferentculturescausestheinevitableculturecollisionevenconflictininternationalbusinessnegotiations,andquitealotofnegotiationsfailedasaresult,itaffectsdirectlywhethertheinternationalbusinessactivitiesconductsmoothlyornot.Whatmakessomeoneagoodnegotiatorinoneculturemaynotworkwellinanother?

Peopletendtointerpretandjudgetheirnegotiationopponentsonthebasisoftheirownculturalbackgroundandnottakeculturaldifferencesseriously.Infact,understandingtheimpactsofculturaldifferencesontheinternationalbusinessnegotiationcangiveagoodhelptonegotiators.

Businessnegotiationasonetypicalkindofcommunicationactivitiescanbestembodytheprescriptivecharacteristicscontainedinhumancultures.Intheneweraof21stcentury,undertheeconomicglobalizationtendency,businessnegotiationhasmoreandmorefrequentlyappearedintheinternationalandinterculturalbusinessenvironmentinrecentyears,businessbattlesininternationalmarketaregrowingintensified,thecompetitionsonthenegotiatingtablesbecomemoredrastically.Itiswell-knownthatdifferentcountrieshavedifferentcultures;culturaldifferencemaybeoneofthemostimportantfactorscontributingtotheinternationalbusinessnegotiation.Theculturaldifferencesincross-culturalnegotiationshaveimpactsonourenterprisesconductingbusinessactivities,andtheseinfluenceshavemanydifferentaspects.Forinstance,thesedifferencesaffectnegotiations,anditwillcausesignificantaffectiontotheorganization'smanagementanditsconduct.ItwillaffectharmoniousinterpersonalrelationshipsbetweenChineseandforeign-fundedenterprises.What’smore,itevenmakestheenterpriseslosemarketopportunities,increasetransactioncostsandlowertheefficiencyofenterprisemanagement.Thegreaterthedifferencesare,thegreaterthebarriersofcommunication,andthemorelikelythefailureofthenegotiationare.Therefore,inordertotakeholdaccuratelytheadvantagesanddominationonthenegotiatingtablesinthefuture,carryoutbusinessactivitiessmoothlyandwalkintointernationalmarketsuccessfully,culturaldifferencesbetweentheconcernedpartiesmustbeidentifiedandbridged.Tonegotiatesuccessfully,wenotonlyneedtohavetheconsciousnessofculturaldifferencesandacknowledgeculturaldifferences,butalsohavenecessitytoresearchthenegotiationsthatcanmostreflectculturalvaluesandthinkingsetsasthebreakthrough,understandingtheculturalbackgroundsanddifferencesamongdifferentcountriesandparties’differentperformancesinthenegotiationsduetoculturaldifferences,understandingnegotiators’culturalbackgrounds,customsandthelimitationbeyondcultureindetail.Then,weneedtofosterstrengthsandcircumventweaknessesonthebasisofunderstandingothers,respectbusinessmen’sdifferentbehaviorswithdifferentcultures,reduceunnecessaryconflictscausedbythelackofrespectforeachother,wearesupposedtoestablishanatmosphereofmutualcooperationandformulatearationalnegotiationstrategysoastonarrowdownculturaldifferencesgradually,turndisadvantagesintoadvantages.Consequently,wecanachievetheaimthatavoidingconflictsandobstacles,promotingcommunicationsandintegrations.Onlyinthisway,wecansucceedininternationalbusinessactivities.Inaddition,forthesakeofdevelopingkeencommunicationskills,negotiatorsmustlearntoobservethroughaperspectivedifferentfromtheirownculture,alwayspayattentiontoculturalsimilaritiesanddifferencesbetweeneachother,andthentheywillhaveabetterunderstandingonothersandmakeabetterperformance.Theseculturesareallunique,andifitcanbeunderstandindetailorinacertainlevel,internationalbusinessactivitiescanbeconductedinabetterway.Accordingtotheresearchestotheculturalconflictsoninternationalbusinessnegotiations,theeffectivesolutionscanbecarriedout,whichnotonlymakesenterprisesdeepenunderstandingforinternationalmarketingculture,butalsomakestransnationalenterprisesincreasetherateofsucceedininternationalbusinessnegotiations,andmakesenterprisesseizetheopportunitiesmuchmoreeffectiveinthecompetitiveinternationalmarket.

2MainContentandMajorIssuestobeSolved：

Firstofall,thethesisintroducesthebackgroundofthesis-choosing,andproceedswiththedefinitionofinternationalbusinessnegotiationandculture,explanationoftheirconnotationandillustrationoftheexistingrelationshipsbetweenthem.Internationalbusinessnegotiationissocalledcross-culturalnegotiation,whichiscarriedoutunderadifferentculturalbackground.Withthedevelopmentofeconomicglobalizationandfrequentbusinesscontact,understandingculturaldifferencesbecomequiteimportant.Iftheyignoretheimportanceofit,unnecessarymisunderstandingcouldbecaused,anditevenruinthebusinessnegotiation.SotheverynextargumentthatthethesiswillfocusontheanalysisofculturaldifferencesininternationalbusinessnegotiationsanddiscussthevarietyofdifferencesbetweenChineseandWesterncultures.Theseculturaldifferencesarethecausesofconflictintheinternationalbusinessnegotiations,therearemanydifferencessuchasthedifferencesofverbalandnon-verbalbehaviors,differencesinvalues,differencesinwaysofthinking,differencesinawareness,differencesincustomsandnationalcomplexetc..Allcountriesintheworldhavetheirownculture,andthisthesiswillexpoundthemaccordingtotheseaspects.Afterelaboratingvariousculturaldifferences,thesiswillstarttodescribetheimpactsofculturaldifferencesininternationalbusinessnegotiations;culturaldifferenceshavetheimpactsonnegotiatingorganizations,negotiationstylesandnegotiationstructures.Finally,thethesiswillmakeananalysisofhowtoovercometheculturalbarriersininternationalbusinessnegotiations,howtosolvetheseproblemseffectivelytofurtherournegotiations,thatisthestrategiesweshouldadopt.Wefirstlyshoulddoagoodpreparationbeforenegotiation,thencross-culturalnegotiationconsciousnessshouldbestrengthened,andweshouldunderstandandaccommodatediversityofculture,overcomeculturalbias,beakeeninsightintotheculturalcriterions,socialcustomsandtaboosofnegotiators.Weshouldadopttheattitudeofmaintainingneutralontheculturalissues.Whatisalsoveryimportantisthatintheinternationalbusinessnegotiations,weshouldovercomethecommunicationobstacles,lookforoneormoreprofessionaltranslatorstoassistournegotiations.HopetheseinherentdisciplinescanbeservedforChina’ssocialistmarketeconomy.

Intheinterculturalbusinessnegotiationresearchfield,manywor